- Company Name
- Vonage
- Job Title
- Director, Hyperscaler Partnerships (AWS, Azure, Google Cloud)
- Job Description
-
**Job title**
Director, Hyperscaler Partnerships (AWS, Azure, Google Cloud)
**Role Summary**
Lead strategic execution of Vonage’s API co‑sell initiatives with major cloud providers. Own marketplace strategy, design operational processes, and drive revenue growth through joint solutions and technical integrations. Operate across a global, matrixed organization with full accountability for partnership performance and revenue targets.
**Expectations**
- Own end‑to‑end marketplace presence for AWS, Azure, and Google Cloud marketplaces.
- Build, launch, and scale internal programs that enable joint go‑to‑market, pipeline tracking, field enablement, and financial reconciliation.
- Deliver measurable revenue acceleration and partnership ROI.
- Influence and coordinate cross‑functional teams (Product, Engineering, Sales, Finance, Legal) without direct authority.
- Cultivate a trusted partnership ecosystem within hyperscalers and sustain prioritisation of Vonage’s solutions.
**Key Responsibilities**
- Define and execute marketplace strategy: product listings, offer management, private offers, and reconciliation.
- Design, implement, and continuously improve partnership operational processes (co‑sell motion, pipeline tracking, deal registration, field enablement).
- Lead tactical execution for each hyperscaler: technical integrations, joint launches, compliance, readiness, and milestone management.
- Influence cross‑functional, multi‑timezone teams to meet partnership commitments and accelerate timelines.
- Own business metrics and revenue targets tied to hyperscaler partnerships.
- Build internal constituencies with hyperscaler partners (Partner Development, Technical Leads, Field Sales) to maintain mindshare.
- Generate top‑of‑funnel co‑sell opportunities for sales teams.
**Required Skills**
- Proven program builder for hyperscaler marketplaces (AWS Marketplace, Azure Marketplace, Google Cloud Marketplace).
- Execution track record in scaling hyperscaler partnerships, with hands‑on joint GTM experience.
- Operational design: turn strategy into scalable processes for sales, finance, and partner enablement.
- Exceptional cross‑functional influence; ability to align diverse stakeholders without direct authority.
- Sales‑execution mindset: focus on pipeline, revenue, and partnership ROI.
- Technical literacy: cloud architecture, APIs, SaaS models, CPaaS/CCaaS.
- Strong communication, negotiation, and stakeholder management skills.
**Required Education & Certifications**
- Bachelor’s degree in Business, Computer Science, Engineering, or related field.
- Advanced certifications (e.g., AWS Partner Advanced, Microsoft Partner Enterprise) preferred; not mandatory.